You will execute go-to-market strategies, develop sales and marketing initiatives, facilitate sales enablement, and manage partner growth. You will manage a portfolio of strategic partners and represent Google Cloud internally and externally to senior leadership. Additionally, you will resolve business issues and track/analyze key metrics to identify trends and growth opportunities. Entrepreneurial and strategic thinking are critical as you help our partners define the plan to bring G Suite and Google Cloud Platform to market. You bring strong relationship-building skills, proven experience managing large partnerships, sales acumen, the ability to clarify and summarize complex issues, and precise attention to detail. You possess excellent analytical skills and the ability to effectively influence and communicate cross-functionally with all levels of management. You thrive in a team-oriented environment, working cross-functionally with the Product, Engineering, Marketing, Operations, PR and Legal teams to develop new ways to drive Google Cloud growth.
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Expand G Suite and Google Cloud Platform product sales by identifying and launching key strategic partners. Become an expert on each potential partner’s organization, business model and key priorities. Work with Legal, Partner Programs, and Product teams to drive contracts.
Develop go-to-market strategies for each partner, including product/API integrations, sales and support training, buyflow optimization and marketing plans. Manage onboarding and enablement processes.
Work directly with executives, sales managers, and sales representatives at partner organizations to develop a business plan and growth strategy; build an accurate forecast and achieve business goals.
Track partner progress against key metrics, holding them accountable for performance by identifying key gaps and suggesting strategies to improve. Engage in continuous improvement, testing and iterating against these strategies.
Work with other Google teams, including marketing, learning and development, training, partner programs, and inside/field sales to deliver solutions and drive impact. Report regularly on selected partner performance, with recommendations on how to optimize performance.
Qualifications
Minimum qualifications:
BA/BS degree or equivalent practical experience.
4 years of work experience in partner management, technology sales, management consulting and/or SaaS industry experience.
Preferred qualifications:
MBA, MS or other advanced degree.
Experience in sales management or training for salesforce teams at scale.
Experience in SaaS, telecommunications, and/or IT infrastructure businesses.
Significant experience dealing with strategic partners (carriers, OEMs and retailers), and analyzing and structuring complex negotiations, with a proven track record of negotiation and execution.
In-depth experience operating within and leading cross-functional teams (product management, implementation, legal, finance, marketing, etc).
Ability to travel 20-30% of the time.
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